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By: Act! Blog
In today’s competitive world, closing a sale takes more ingenuity and effort on the part of salespeople. There are tried and tested sales closing techniques, but there are also newer techniques that have been developed to solve the modern challenges faced by reps trying to close deals. Regardless of specific techniques, knowing how to close a sale seamlessly, smoothly, and quickly is one of the most important aspects of any salesperson’s skill set.
All sales reps know that the closing is the crucial moment, but since all customers are different, they need to have different types of sales closing techniques in their repertoires. The closing moment determines whether prior efforts will amount to anything; it also has a large impact on both the success of the rep and the business as a whole.
Your sales teams must develop a strong understanding of closing tactics if business success is to be optimised. That’s why we have outlined five of the most powerful sales closing techniques, and a few tips on closing deals as fast as possible.
The golden rules for closing a sale are that the customer’s needs are highlighted and agreed upon, and that specific products, services, and their benefits are communicated throughout the process. The same goes for the affordability of the products, and everything should be presented as a solution to the customer’s problem. When these details have been carefully relayed, the closing techniques can come into play.
In order to close sales more quickly, it helps to convey a sense of urgency by setting deadlines or highlighting limited product availability. Choosing the right people to talk is also a smart move if a pitch is to be successful – finding out who the key decision-makers are can save a lot of time. Timely responses and quotes combined with obvious product knowledge demonstrate professionalism and seriousness, which is more convincing.
Making the actual sales process simple for the buyer also speeds things up. Understanding the competition keeps you one step ahead, as does being yourself since it leads to natural conversation. Finally, allowing the customer to speak when they wish to is important, as is being prepared for questions and objections.
The standard closing strategies mentioned above should apply before you get to the closing moment, of course. Then, depending on how the customer is responding, an appropriate closing technique can be used.
This close is based in a sense of urgency, so it might include a benefit seemingly tailored to the customer in question. The aim is to inspire a purchase there and then, and this might mean implying that the product or service is the last one available at the price you’re offering.
Another way to do it would be to offer a discount for customers who sign up on the day, or to offer a benefit that seems unusual, like being put to the front of the list for delivery, or receiving a complementary service as a ‘one-off’.
The clue is in the name: sales reps must reiterate and summarise all of the benefits and selling points of the product or service before attempting the closing question. Using the points of interest or agreements expressed by the customer throughout the conversation, you package up all the attractive aspects in one sentence so they can visualise the deal.
It might look something like this: “So, you like the idea of the 10 piece professional kitchen set with the power juicer and free blender. The money-back guarantee gives you complete freedom, and the free next day delivery means you’ll have it by lunchtime tomorrow. What sort of time would work for your Goods In?”
This is one of the most popular closing techniques. With assumptive closes, you act as if you assume the sale is a given, and that the next step is for the customer to make a related decision, such as quantity, or delivery time.
A rep might ask, “How many would you like to buy?” or “Would you prefer to take delivery this week or next?”
This approach is less direct, and the customer can of course subvert it with more questions or a refusal; but if you’ve done the groundwork and the customer has expressed a lot of interest or agreement, it should work.
The soft close is a low-pressure technique that asks questions highlighting benefits, with a view to offering more information. At the same time, it helps reps to gather more information about needs and pain points. For instance, a rep might ask, “If this training program was able to reduce staff turnover by 75% and increase productivity by the same, would you want to know a little more about it?”
The question is relatively indirect and should make the customer feel comfortable to agree to the next step.
This close comes about through a series of probing questions designed to evoke desire in the customer while quashing any objections likely to arise. The sale could actually be closed using a question, which is good as it allows any outstanding concerns to be aired while the commitment is being made. It also allows for further pitching if there are concerns.
A good example of this might be, “Are you satisfied that this package is the solution to your problem?”
Mastering closing techniques will save a lot of time and disappointment, and being a skilled salesperson means confidently implementing these techniques during sales pitches. If you want to maximise your sales successes, it can also help to use a tool such as Act! Growth Suite CRM software, which supports and streamlines sales processes.